Handyman
Sales Assessment Results
31
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here—you’re not just missing the mark, you’re off the target entirely. Your average score of 3.1 reflects a persistent struggle to engage prospects effectively. There’s a notable lack of depth in your responses, leaving customers feeling unvalued and misunderstood. You tend to state the obvious without diving deeper into their concerns or offering tailored solutions. Instead of simply stating that your service is solution-based, you need to showcase how it specifically meets their needs. You have the potential to build trust, but right now, you're skimming the surface.
One of your strongest techniques is your intention to communicate value, but without concrete examples or follow-up questions, it falls flat. You consistently miss opportunities to engage in a meaningful dialogue, which is critical in sales. Instead of merely acknowledging concerns, dig deeper. Ask questions that reveal the prospect's specific pain points and tailor your responses accordingly.
To climb out of this rut, focus on the Solution Selling and Consultative Selling techniques. They will help you hone in on understanding the customer's needs and providing tailored solutions that resonate with them.
Here’s your coaching moment: Remember, sales is not just about pushing your agenda; it's about building a relationship. Engage your prospects, listen actively, and show them that you genuinely care about solving their problems. Transform your approach from transactional to consultative, and you'll see a significant shift in your results.
Question Breakdown
1.
2
/ 10Question:
"I've heard that other handyman services charge lower rates; how do I know yours is worth it?"
Answer:
Value and communication
Feedback:
Your response is a bit vague and lacks depth. Instead of just mentioning 'Value and communication', you need to specify how your service provides greater value than those lower-priced competitors. Consider incorporating the value proposition, perhaps by highlighting your unique offerings, customer satisfaction rates, or any guarantees you provide. Additionally, you could ask questions to engage the prospect and understand their specific needs or concerns better. A more tailored approach would demonstrate your solution-focused mindset. Overall, this response doesn't effectively address the objection or build trust with the prospect.
2.
3
/ 10Question:
"I'm concerned about the hassle of coordinating schedules; what if you can’t come when I need you?"
Answer:
We work around your schedule
Feedback:
The response is quite simplistic and lacks depth. While stating that you work around the customer's schedule is good, it doesn't address the underlying concern about the potential hassle. A more effective approach would involve asking follow-up questions to understand their specific scheduling needs and concerns, demonstrating a solution-focused mindset. Additionally, providing examples or reassurances about how you manage scheduling conflicts could help build trust and mitigate their concerns. Overall, the response needs to be more engaging and collaborative to effectively address the objection.
3.
3
/ 10Question:
"Can you guarantee that your team has the right skills for this specific project?"
Answer:
Absolutely. We are solution based
Feedback:
The response is quite vague and doesn't effectively address the prospect's concern regarding specific skills for the project. While stating "we are solution based" implies a focus on tailored solutions, it lacks concrete evidence or guarantees about the team's qualifications. A more effective response would include examples of relevant experience, certifications, or specific skills that relate to the project at hand. Also, it could benefit from an active listening approach by acknowledging the concern before responding. Overall, this response misses an opportunity to build trust and demonstrate capability.
4.
4
/ 10Question:
"With so many handyman options, how can I trust that your work will actually meet my expectations?"
Answer:
You don’t pay until you are happy
Feedback:
While the response touches on a compelling promise, it lacks depth in addressing the customer's concern. Simply stating 'You don’t pay until you are happy' is a good start, but it doesn't build trust or explore the customer's expectations further. The salesperson could have followed up with questions to understand what specific expectations the customer has and offered examples of past work or testimonials to provide reassurance. Additionally, a more collaborative approach, showing empathy and acknowledging the customer's hesitation, would strengthen the response. Overall, it misses an opportunity for engagement and solution-focused communication.
5.
3
/ 10Question:
"I'm on a tight budget; is there a way to get quality service without breaking the bank?"
Answer:
Yes we offer several options to fit any budget
Feedback:
The response is too vague and lacks depth. While acknowledging the budget concern is a good start, it doesn't provide any specific solutions or options. A more effective approach would involve asking follow-up questions to understand the customer's specific needs and suggesting tailored services that can fit their budget. Additionally, a friendly tone and examples of previous budget-friendly projects could help build rapport. Overall, more detail and engagement are needed to effectively address the concern and provide value.
6.
3
/ 10Question:
"I've had bad experiences with contractors before; how can I be sure this won't be another disappointment?"
Answer:
We have references and probably worked for someone you know
Feedback:
The response acknowledges the prospect's concern but lacks depth and engagement. It mentions references and past clients, which is a step in the right direction, but it doesn't actively listen to the prospect's fears or explore their specific bad experiences. There is no follow-up question to dig deeper into their concerns, which would have demonstrated curiosity and a collaborative approach. A more effective response would include specific examples of how you ensure quality work and customer satisfaction, along with an invitation for further discussion. Overall, it missed the opportunity to build rapport and provide a solution-focused approach to alleviate the prospect's fears.
7.
4
/ 10Question:
"I need this done quickly, but what if there are delays or complications during the process?"
Answer:
We are solution based and will handle any issues that may arrive with ease
Feedback:
The response is somewhat vague and lacks depth in addressing the specific concern about delays or complications. While the mention of being solution-based is positive, it doesn't provide any reassurance or concrete examples of how potential issues would be managed. It would be beneficial to acknowledge the customer's concern more directly and perhaps outline a plan or process for handling complications. For example, mentioning past experiences where you've successfully navigated similar situations would build trust. Overall, the response could be more engaging and informative.
8.
3
/ 10Question:
"Is there a way to customize your services to fit my unique needs without inflating the price?"
Answer:
Absolutely
Feedback:
The response is overly simplistic and lacks depth. While affirming that customization is possible is a good start, it fails to explore specific options or demonstrate how customization can be achieved without impacting the price. You missed an opportunity to ask follow-up questions to better understand the prospect's unique needs and concerns. A more effective response would involve some elaboration on how you can tailor services and perhaps an example of a similar situation where you successfully did this. Overall, it feels like a missed chance to engage and build rapport.
Try to incorporate a solution-focused approach with curiosity and discovery to show you value their needs.
9.
2
/ 10Question:
"I'm not sure if this is the right time for me to commit to a handyman service with everything else going on in my life."
Answer:
Commit now, pay later.
Feedback:
This response lacks depth and understanding of the prospect's concern. Acknowledging the prospect's hesitation is essential, and simply suggesting to 'commit now, pay later' doesn't address their potential worries about timing, financial commitment, or the importance of handyman services in their busy life. Instead, the response could have benefited from a more solution-focused approach, perhaps by asking questions to uncover the specific challenges they face and how the handyman service can alleviate some of their burdens. Overall, this response feels dismissive and does not engage the prospect effectively.
Consider exploring the prospect's situation further to build rapport and offer tailored solutions that align with their current needs.
Score: 2
10.
4
/ 10Question:
"How can I be confident that your team will respect my space and clean up after the work is done?"
Answer:
You do not pay a dime until you are happy. Our reputation depends on it
Feedback:
The response addresses the concern about respect and cleanliness indirectly by emphasizing the company's reputation and a 'no pay until happy' policy. However, it falls short in several areas. Firstly, it lacks clear communication regarding specific measures the team takes to ensure the workspace is respected and cleaned properly post-work. Secondly, it does not include any closing technique or solution-focused approach. It would have been more effective to provide specific examples of past experiences or testimonials that reinforce the commitment to cleanliness and respect. Additionally, asking a follow-up question to further understand the prospect's concerns could have demonstrated curiosity and active listening. Overall, the response could have been more thorough and engaging. Score: 4